Optimal Incentive Contracts For Sales Representatives In Different Career Stages
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The Handbook of Organizational Economics
Author | : Robert Gibbons |
Publisher | : Princeton University Press |
Total Pages | : 1248 |
Release | : 2013 |
Genre | : Business & Economics |
ISBN | : 0691132798 |
(E-book available via MyiLibrary) In even the most market-oriented economies, most economic transactions occur not in markets but inside managed organizations, particularly business firms. Organizational economics seeks to understand the nature and workings of such organizations and their impact on economic performance. The Handbook of Organizational Economics surveys the major theories, evidence, and methods used in the field. It displays the breadth of topics in organizational economics, including the roles of individuals and groups in organizations, organizational structures and processes, the boundaries of the firm, contracts between and within firms, and more.
A Practical Approach to Sales Compensation
Author | : Doug J. Chung |
Publisher | : |
Total Pages | : 64 |
Release | : 2020-06-04 |
Genre | : Business & Economics |
ISBN | : 9781680836844 |
A Practical Approach to Sales Compensation takes readers through the evolution of academic research on sales compensation. By examining the relevance of existing research, it provides practical guidance on the design of an effective compensation system. Furthermore, the monograph discusses how recent technological advances in artificial intelligence (AI) and machine learning (ML) shape sales strategy transformation and, thus, sales compensation systems of the future. After an introduction, Section 2 illustrates a practical outline for designing a sales compensation system and the associated dilemma that organizations often face. Section 3 examines the theoretical foundations of effective sales compensation structures and their validity--in particular, application of the principal-agent theory, which derives optimal compensation systems under the presence of agents' moral hazard. Section 4 addresses recent developments in field research: randomized field experiments jointly conducted by academics and organizations as well as structural econometric methods using micro-level performance and compensation data. Section 5 illustrates how advances in technology affect organizations' sales strategies and, thus, the challenges and opportunities in utilizing compensation structure to motivate salespeople.
Handbook of Marketing
Author | : Barton A Weitz |
Publisher | : SAGE |
Total Pages | : 618 |
Release | : 2006-08-11 |
Genre | : Business & Economics |
ISBN | : 9781412921206 |
The 'Handbook of Marketing' presents a major retrospective and prospective overview of the field of marketing when many of the traditional boundaries and domains within marketing have been subject to change.
The Wiley Blackwell Handbook of the Psychology of Training, Development, and Performance Improvement
Author | : Kurt Kraiger |
Publisher | : John Wiley & Sons |
Total Pages | : 550 |
Release | : 2020-06-02 |
Genre | : Psychology |
ISBN | : 1119673666 |
"This Handbook is sure to become a key resource for any researcher or professional looking for the latest and most innovative thinking from around the world on the full range of topics related to training, development, and performance management." Bradford S. Bell, PhD, Cornell University, USA. Editor, Personnel Psychology "I wish I could have accessed this book many years ago. Comprehensive and scholarly, the four sections training, e-learning, personal and professional development and performance management fit well together and address a gap in the literature that has been apparent for some time. The psychological perspective speaks to growing interest in the micro-foundations of strategic success, and the blending together of both formal and informal perspectives on learning in organizations ensures a holistic rather than piecemeal approach to the question of how to build individual knowledge, skills, and competences in organizations. I believe that this book will make a significant impact on its target audience in this critical area." Helen Shipton, Professor of International Human Resource Management, Nottingham Trent University, UK The Wiley Blackwell Handbook of the Psychology of Training, Development, and Performance Improvement provides up-to-date, contemporary information for researchers and professionals by reviewing the latest literature and research in the interconnected fields of training, development, and performance appraisal. It brings a psychological perspective to bear on a multidisciplinary field that links to management, human resources, and education. Unique to reference works in this area, it maintains a truly global focus on the field with top international contributors looking at research and practice from around the world, including South America, Europe, Canada, and Australia, as well as the United States and the United Kingdom. The chapters cover a diverse range of important contemporary topics, such as needs analysis, job design, active learning, self-regulation, simulation approaches, 360-degree feedback, and virtual learning environments. Together, they offer researchers and professionals essential information for building a talented organization, a critical and challenging task for organizational success in the twenty-first century.
Handbook on Business to Business Marketing
Author | : Gary L. Lilien |
Publisher | : Edward Elgar Publishing |
Total Pages | : 801 |
Release | : 2012-01-01 |
Genre | : Business & Economics |
ISBN | : 1781002444 |
This insightful Handbook provides a comprehensive state-of-the-art review of business-to-business marketing. It supplies an overview and pioneers new ideas relating to the activity of building mutually value-generating relationships between organizations Ð from businesses to government agencies to not-for-profit organizations Ð and the many individuals within them. Comprising 38 chapters written by internationally renowned scholars, this Handbook presents perspectives of a variety of issue areas from both an academic and a managerial perspective (state of theory and state of practice). The material in this compendium includes theoretical and practical perspectives in business-to-business marketing, marketing mix and strategy, interfirm relationships, personal selling and sales management, technology marketing, and methodological issues central to business-to-business markets. Published in conjunction with Penn StateÕs Institute for the Study of Business Markets, this extensive volume will expand research and teaching in business-to-business marketing in academia and will improve the practice of business-to-business marketing for firms in the industry. This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a complete overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.
Defense Department authorization and oversight
Author | : United States. Congress. House. Committee on Armed Services |
Publisher | : |
Total Pages | : 468 |
Release | : 1985 |
Genre | : |
ISBN | : |
Fifteen Secrets to Successful Timeshare Management
Author | : Charles D. Patton |
Publisher | : Xlibris Corporation |
Total Pages | : 244 |
Release | : 2009-05-08 |
Genre | : Reference |
ISBN | : 1465318127 |
“I like what you’ve done. Very Professional,” Perry Snyderman. “Timesharing is a complex business model and for someone that has little or no experience and wants to better understand the fundamentals, this book works well to fi ll many of the information gaps,” Bob Miller According to the American Resort Development Association (ARDA), the timeshare industry is a $10 billion per year business in the U.S. alone and supports 565,300 jobs. By my estimation, more than 50,000 of these jobs are people working directly in the industry. Until now, no book has been written for this group of people that explains the functioning of the timeshare business. This book is written for those who want to fully understand the timeshare business from the inside out or who are in the business and want to be promoted to management positions or are already managers and want to become better. This book begins with how strategies are developed by senior management, continues with many important operating practices and metrics and ends with a series of bonus secrets to help a timeshare company reach its optimum performance. This book explains many of the common terms used in the industry as well as providing high level models to help timeshare management put all the components of this complex business into proper perspective.
Full Committee Consideration of H.R. 4932 ... H.R. 5787 ... H.R. 6100 ... S. Con. Res. 75 ...
Author | : United States. Congress. House. Committee on Armed Services |
Publisher | : |
Total Pages | : 524 |
Release | : 1984 |
Genre | : Medals |
ISBN | : |